National Account Manager – Business & Industry
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Job Description
National Account Manager responsible for sales growth in Mondelez's Business & Industry vertical. Focusing on strategic partnerships and market insights to enhance penetration across various channels.
Responsibilities:
- Serve as the Vertical Lead for the B&I segment, owning strategy, execution, and relationship management for top workplace refreshment providers, including canteen style operators, Aramark Refreshment Services, and major OCS/micro-market networks.
- Act as the primary headquarters contact for national and regional B&I partners, developing annual Joint Business Plans, compliance programs, merchandising strategies, and category growth initiatives.
- Use sales, operator, and market insights to identify penetration gaps and close distribution, menuing, and merchandising voids across the B&I ecosystem.
- Build and execute comprehensive B&I growth strategies using Circana, Technomic, and industry-specific insights (vending/OCS benchmarking, micro-market data, workplace consumption trends).
- Maintain and grow existing B&I partnerships while developing a strong pipeline of new corporate campus or operator-level opportunities aligned with channel KPIs and Vision 2030.
- Manage activity, pipeline, and progress through HubSpot CRM documenting engagement, tracking wins, analyzing incremental volume, and presenting performance updates.
- Lead multi-year contract negotiations using JVC principles, including pricing architecture, volume/growth commitments, planogram or menu compliance, and governance structures.
- Work closely with field sales, broker networks, and distribution partners to activate B&I programs, influence merchandising standards, and improve last-mile execution.
- Represent Mondelēz at key events, strengthening brand visibility and building executive level operator relationships.
Requirements:
- Minimum 5 years of Foodservice experience within B&I, OCS/Vending, Micro-Markets, Workplace Refreshment Services, or Managed Services.
- Strong understanding of operator economics, compliance drivers, distribution pathways, and workplace procurement structures.
- Proven ability to collaborate across functions and operate with an entrepreneurial, test and learn mindset in a fast-evolving vertical.
- Strong financial acumen including forecasting, trade/revenue management, contract valuation, P&L ownership, and growth modeling.
- Highly organized and detail oriented, able to manage multiple partners, deadlines, and strategic workstreams simultaneously.
- Demonstrated negotiation skills, delivering win/win outcomes with strategic operators and partners.
- Excellent communicator able to simplify complexity, craft compelling customer narratives, and influence stakeholders at all levels.
- Comfortable engaging senior leadership both internally and externally, with strong interpersonal skills and executive presence.
- Innovative, creative problem solver willing to challenge norms and uncover new white-space growth opportunities within workplace refreshment environments.
- Travel requirements: 25–30% travel to operator headquarters, corporate campuses, distribution partners, tradeshows, and field activation events.
Benefits:
- health insurance
- wellness and family support programs
- life and disability insurance
- retirement savings plans
- paid leave programs
- education related programs
- paid holidays and vacation time
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